Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management


Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. Automated Lead Matching and Routing Brings Speed and Accuracy for ABM. Inbound lead-to-account matching is crucial for B2B marketing — especially for ABM.

A Structured Approach to Demand Generation Analytics


One analytics vendor after another is selling you on their ability to analyze and make sense of “any” data. So what is the key to better demand generation analytics? We must take a different approach — a structured approach — to demand generation analytics.

Trending Sources

Why You're Thinking About Digital Marketing Analytics All Wrong


The trouble is, when most marketers hear 'digital marketing analytics,' they tend to think of the metrics you'd typically associate with a web analytics tool like Google Analytics -- traffic, bounce rate, unique visitors, etc. So why exactly do digital marketing analytics matter?

Organizing the Chaos of Social CRM

Paul Gillin

Software Advice has posted a grid that presents a new way of looking at the social CRM market. More importantly, Marketing Director Houston Neal argues that social CRM actually doesn’t exist. I previously expressed my opinions about the whole concept of social CRM.

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Marketing Analytics: 3 steps to help Sales and Marketing improve productivity

B2B Lead Generation Blog

Tweet According to MarketingSherpa’s just-released 2013 Analytics Benchmark Report , only 37% of respondents said they routinely used analytics for their marketing planning. The consultant helped by using marketing automation to enhance AppFolio’s lead-lifecycle performance reporting.

Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Modern B2B Marketing

by Jon Miller A common question I hear from marketers is “I already have a CRM system (e.g. salesforce.com, Microsoft Dynamics CRM), so why do I need marketing automation ”? Many CRM systems have a module for marketing. Architecture of Marketing Automation versus CRM.

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Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

In fact, what was most impressive was the relative consistency of the rankings, with ead nurturing, analytics, and lead scoring at the top in both surveys, email and campaign management in the middle, and list segmentation is at the bottom.

Challenges To Inbound Campaign Analytics In B2B Environments – Search to Revenue™


You have a Marketing Automation Platform (MA) and a Customer Relationship Management (CRM) software? You want to see the results in the reporting engine of the CRM, because that is where inbound leads get connected to pipeline and results?

Sales Alignment: Put Theory Into Practice

Marketing Action

Theory: Have a well-defined process for lead management and internal team management. Practice: It’s all very well generating leads, but if there is no process to nurture the lead through to conversion, they will get lost in a black hole.

14 Quick Tips for Kick-Ass Lead Management


Sales wants more, better leads. Marketing wants sales to call all of the leads they're delivering. How do you improve lead management so leads aren't wasted or contacted before they're ready, and both sales and marketing can live together in harmony?

Key Takeaways from IDC’s 2012 CMO Advisory Service Best Practice Series: Realizing the Vision of the 21st Century Lead Management

Modern B2B Marketing

by Dayna Rothman IDC recently released their 2012 CMO Advisory Service Best Practices Series: Realizing the Vision of the 21st Century Lead Management. Automation: an understanding of CRM and marketing automation applications are critical.

How to Spark a Romance Between Sales and Marketing

Modern Marketing

For sales and marketing this often means agreeing exactly on what qualifies as a “lead.”. Lead scoring can help bring them together on lead follow up. By setting a common set of criteria for what an ideal lead looks like, setting up a scoring system ensures only ‘sales-worthy’ leads make it into the hands of sales for follow up. Sending over hot leads to sales and seeing success on those marketing-generated leads makes everyone happy.

What a Top-Notch Lead Management Program Looks Like


To make the hours spent worthwhile, it’s important to ensure that your sales team is only talking to the most qualified leads. When executed well, lead management makes your marketing team more effective, your sales team more precise, and your leads happier.

10 B2B Lead Generation Strategies for 2017


We’re well into the New Year, and most companies are revamping their lead generation strategies to meet its demands. There is also no single lead generation strategy that works for all businesses and industries, so it helps to know which ones are the best to implement. Keeping up-to-date with the latest insights and technology will help you optimize your funnel for generating and converting leads. In the modern age of lead generation, it helps to be social.

Lots of Vendors Can Help You Find Leads on the Web

Customer Experience Matrix

Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Some of the more important ones include: • Specific data sources, scanning techniques, and analytical methods.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Whatever their exact name, these Sales Development Representatives (SDRs) have one exclusive focus: to review, contact and qualify marketing-generated leads and deliver them to Sales Account Execs.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps


When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Regular marketing analytics reviews are critical success factors supporting our mission.

Solid Identity Data – Unlocking the Secret to Higher Marketing ROI

Modern B2B Marketing

You had the data list pulled from your demand gen team a month ago—but your CRM data has not been refreshed in a while. This is why it’s imperative for your CRM data to be of the highest quality, which means having high quality identity data. Lead Management b2b

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Lead generating machine: is your website actively helping your business grow?


Your website, when done right, can be one of the most effective lead generation tools in your arsenal. To get those leads moving through the funnel, focus on creating a stellar user experience. Integrate Your Customer Relationship Management (CRM) Platform.

Expanding the New Frontier of Account Based Marketing


For years we’ve struggled to cast a wide net to as many people as possible to pour leads into the top of the funnel. With this kind of IP-based tracking in place, you can do more than target individual leads — you can open the door to entire accounts.

Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management


Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. Automated Lead Matching and Routing Brings Speed and Accuracy for ABM. Leadspace and LeanData today announced a partnership to provide lead routing, matching and predictive enrichment of both individual and company contact data. Inbound lead-to-account matching is crucial for B2B marketing — especially for ABM. But routing leads for prompt follow-up is a major challenge.

The Modern Marketer’s New Executive Dashboard with Matt Heinz


Matt is often recognized as among the Top 50 Most Influential People in Sales Lead Management and among the Top 50 Sales & Marketing Influencers. And he said, ‘I’m not willing to do anything that’s going to increase my cost per lead.’.

From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

B2B Lead Generation Blog

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago.

An Interview with Jonathan Block from SiriusDecisions


This week, we are pleased to have Jonathan Block from SiriusDecisions joining us to discuss marketing automation, lead management and B2B marketing. While at SiriusDecisions, he has helped many B2B organizations expand their traditional reputation management initiatives with the integration of social media strategies and tactics into the communications mix, as well as advised clients on evaluating and choosing appropriate marketing technology and services providers.

5 Smart Ways to Automate Your Marketing


He increased RME’s monthly lead flow by 49% and cut the cost-per-lead by 68%. It’ll get you more leads and traffic, too. How about this, Smartypants: Have you hooked up your pay-per-click campaigns and your SEO analytics so that you can tell which keywords generate the most business for you? Have all forms automatically transfer information to your CRM software. But what if you don’t even have a CRM system yet? Need to do more with less?

Lead management software becoming a hot topic

B2B Lead Generation Blog

What do you do with leads or inquires once you generate them? This basic question is overlooked by so many and yet it's the leading cause of failure in what would otherwise be effective lead generation programs. The common-sense answer to this challenge is easier said than done: Have your best people respond to them quickly and consistently in order to qualify them into sales ready leads. ” They are: Web analytics. “Pure play” lead management.

6 Ways Social Data Can Inform Your Marketing Strategy


HubSpot''s Social Inbox tool helps to sort through the clutter to bring you the important data - colour-coded - to make it really easy to spot important social conversations from your prospects, leads, and customers, and use that data to inform your strategy. Social Media analytics

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Revenue Performance Management: Webtrends Tackles Data Overload

Modern Marketing

A top provider of social and mobile analytics, Webtrends is an expert at helping organizations leverage and measure campaigns across blogs, Facebook, Twitter…the list goes on and on. Questions like ‘How many leads did we generate?’ It was agreeing on what a lead is.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Lead farming? Same goes for CRM.)

Cohort Analysis: 2 Simple Steps to Better Understand Your Leads

Marketing Action

Cohort analysis is an often-overlooked area of marketing analytics. In this post, we will talk about cohort analysis of leads. This involves following a group of leads which were created in a certain period, say a full quarter, until the leads become wins or losses.

Does Marketing Automation Increase Your ROI on CRM?

Modern B2B Marketing

by Katie Byrnes The most recent Marketo white paper, Using Marketing Automation to Increase Your ROI on CRM , describes the key features offered by marketing automation systems as well as the various benefits of CRM systems and Marketing Automation systems can provide to your organization.

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. Just makes it easier to manage all the stuff.

Demand Generation Skill Set of the Not-So-Distant Future


Solid understanding and practical application of lead management principles. You absolutely need to understand how to set up your measurement and analytics for the entire Demand Process using the technology you have at hand (CRM, MAP, Web Analytics, etc.)

The 14 Best Marketing Automation Tools


Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. Sample review: “The software, analytics, and support are amazing.

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How to Set Up a Promoted Tweet Campaign Targeting Keywords


Lead Generation. . Business: CRM. Keyword target examples: manage contacts, new CRM, Salesforce.com, lead management, sales tools, sales management. Generate leads from your unique landing page. . .

Marketing technology: Tech that makes Heinz Marketing tick

Heinz Marketing

A few comments on format and organization: You’ll note that we have a ton of tools specific to content – creation, management, amplification, etc. Social Media Management. Lead Generation. Lead Management & Nurture. CRM & Sales Management.

10 Very Smart People Weigh In on How to Rethink Marketing


Research Manager, IDC, @murray_gerry. Marketing technology today lets us react to customers as they make purchasing decisions and also actively manage, measure, and nurture those customer decision journeys. Founder, CRM Essentials, @BrentLeary. It wasn’t exactly a random survey.

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The Convergence of MarTech and AdTech Platforms


MarTech Started with CRM & Enterprises. MarTech on the other hand started within the enterprise with CRM systems such as Salesforce that streamlined sales and marketing in an organization and created efficiencies at the bottom of the sales funnel.

Does Marketing Automation to Increase Your ROI on CRM?

Modern B2B Marketing

by Katie Byrnes The most recent Marketo white paper, Using Marketing Automation to Increase Your ROI on CRM , describes the key features offered by marketing automation systems as well as the various benefits of CRM systems and Marketing Automation systems can provide your organization.

3 Steps To Improve Sales Forecasting

Modern Marketing

by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance measure software company. The solution is not to create more Excel files from CRM extracts and then pivot the data to death.